I had an interesting, unexpected reaction to my "Stop Nurturing Me" post. An … [Read more...]
Tag: Customer Experience
Letting The Customer "Opt-Out" Is Not A Nurturing Strategy
How B2B Buyers Make Purchase Decisions Posted on July, 2015
I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
Stop Nurturing Me! Posted on July, 2015
"Nurturing" has become the big buzzword of content marketing. Everyone is … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
Don't Fear Transformation, Fear Irrelevance! Posted on June, 2015
A reader asked how to overcome individuals' and organizational fear of … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
When's The Last Time You Visited A Customer? Posted on June, 2015
One of the most fun things I get to do is spend time with sales people calling … [Read more...]
The Seller's Process Or Journey Posted on May, 2015
x Connect via LinkedIn Subject Message … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
"Nothing Happens Until A Customer Decides To Change" Posted on May, 2015
There's the old saying, "Nothing happens in an organization until a sale is … [Read more...]
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